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Is it for you?
You need to carefully weigh up the “fors and againsts” if you are to seek public sector contracts. Procurement officers have a statutory duty to obtain ‘best value’ alongside ensuring other responsibilities such as legal, financial and quality are upheld. You will have to demonstrate your ability, credibility and reliability! Don’t expect to win large contracts immediately. You’ll need to establish a track record so be prepared to consider small projects, sub-contracting and collaborative ventures to gain reputation.
The advantages to you are: They are big spenders! Prompt payers Recession proof They don’t go bust They welcome new suppliers They have a high degree of integrity They have open and transparent systems They provide a variety of work
The disadvantages you MUST consider are: Takes time to win contracts with the processes Takes longer for them to make a decision Its’ a different process from most private sector purchasing They are subject to political change so you’ll need to keep a ‘business balance’ Knowledge is needed and takes time and effort to acquire Skills improvement is needed in your complete approach and presentation
Use the above points to make your personal and company decision. Remember it MUST be a company decision to go for achieving contracts and NOT just because you want to meet your sales targets!
Everyone in your company has to understand and subscribe to the processes, principles and values demanded by public procurement – if not you can be sure that the professionalism of the procurement officers will find you out!
If it IS for you then proceed to the next page ACTION STEPS or go straight to the other sections of the site.
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